The Revenue Formula

Feeling burned out or stuck in your job? Chris Walker says the real problem might not be your boss or your paycheck, it’s the frequency you operate in. In this episode, he shares with Toni how trusting his intuition led him to sell Refine Labs and step away from the company he built, and why he believes we’re leaving t

Automation and cheap data turned outbound into spam and Google’s new rules are shutting the door on mass email. AI only made the noise louder.  In this episode we break down how the predictable-revenue model collapsed, why reply rates keep falling, and why phone calls and research-driven outreach are proving more effec

Leaderrs rarely talk about their own health even though it drives every decision. Toni and Raul share their own experiences and what they learned from interviews with 17 founders and C-level leaders about mental and physical habits. They dig into how stress, sleeplessness and company performance feed into each other, h

Want to lose your best sales reps fast? Screw up their comp plan. In this episode, we sit down with Antoine Fort, CEO of Qobra, to dig into the classic mistakes that drive top performers out the door. We talk about why overcomplicated plans kill motivation, how underpaying top reps quietly drains revenue, and why immed

AI SDRs, pipeline starvation, and overhyped tools dominate today’s revenue conversations. But how much of it actually works in practice? Toni sits down with Todd Busler, CEO of Champify, to cut through the noise. They dig into the reality of AI in sales, the pressure to chase shiny tools, and why short-term thinking is

Pipelines are drying up. AI hasn’t delivered the growth it promised. And the old playbooks like SEO and outbound just don’t work the way they used to. We call it the great pipeline starvation, and in this episode we break down what’s really happening, what it means for sales and marketing teams, and how companies are t